外贸函电0909-lecture-7-couteroffer-unit-5市公开课一等奖省赛课微课金

Lecture7Counteroffer

(Part1&2)Objectives:Afterthissectionyouwill:beabletotranslateandmakeacounteroffer.beabletotranslateandreplytoacounteroffer.1/42

Acounterofferisvirtuallyapartialrejectionoftheoriginalofferandalsoacounterproposalinitiatedbythebuyerortheofferee.2/42KeyWords&Expressionscounterofferregretonusualtermsbeoutoflinewithdeclineonthehighsideconcludetakesthintoconsideration3/42Letter1Makingacounteroffer4/421.counteroffern.v.还盘；还价Yourcounterofferisnotinlinewiththeinternationalmarketprice.你方还盘与国际市场价格不符。Wecannotentertainyoursuggestionbecauseitdoesnotseemworkable.我们不能考虑接收你方提议，因为此提议似乎不可行.Theywouldnotentertainanypricelowerthan$150perton.他们不会考虑任何低于每吨一百五十美元价格。

LanguagePoints5/422.onusualterms按照惯常条款

underusualterms按照惯常条款

accordingtotheusualterms按照惯常条款cometoterms达成交易

LanguagePoints6/423.regretv.n.抱歉；遗憾Regret作动词用时，后接名词、动名词、不定式或that从句Weverymuchregretthatweareunabletosupplywhatyourequiresofar.抱歉当前我方不能供给你所要求货物。Weregretbeingunabletomakeyouoffersforthisarticle.我们无法给你方这种货物报盘，甚歉。

LanguagePoints7/42十分抱歉，没能做成这笔买卖。非常遗憾，我方不能考虑接收你方还盘。Wenotewithregretthatyourbuyersarenotinterestedinouroffer.遗憾地得知你们客户对我方报盘没有兴趣。Weregretthatthebusinesshasfallenthrough.Muchtoourregret，wecannotentertainyourcounteroffer.8/42抱歉无法按你方16日信中所提价格供货。Weregretourinabilitytosupplythegoodsatthepriceindicatedinyourletterof16.Weverymuchregrettosaythatthegoodssuppliedarenotuptotheexpectations.很遗憾所供货物令我们十分失望。因为原材料价格上涨，抱歉无法按原价格接收你方订单。Weregretthatwecan’tacceptyourorderattheoriginalpriceowingtotheriseinthepriceofrawmaterials.9/42beregretfulthat令人感到遗憾；抱歉（多用于婉言拒绝）

Weareregretfulthatweareunabletoreduceourpricetothelevelyouindicated.我们感到很遗憾不能将价格降到你方所表示水平。Itisregretfultolearnthatthebusinesshasfallenthrough.我们遗憾地得悉交易落空。

LanguagePoints10/424.findyourpricetoohigh认为你方价格偏高findourpricestoolow认为我方价格偏低findourpricesreasonable认为我方价格合理findourpricescompetitive认为我方价格含有竞争性findourpricesinlinewiththemarket认为我方价格与市价一致findourpricesworkable认为我方价格可行findourpricesacceptable认为我方价格可接收

LanguagePoints11/42

LanguagePoints5.outoflinewith

与…不一致

你方价格与现行市场价格完全不一致。你方所询购货物超出我们经营范围。

你方价格颇为适当，但交货期太长。inlinewith与…一致inagreementwithYourpriceisentirelyoutlinewiththepricerulinginthepresentmarket.Thegoodsyouenquiredisoutoflinewiththescopeofbusinessactivities.Yourpriceisquiteinline,butthetimeofdeliveryistoodistant.12/426.persuadev.说服；劝说causesb.todosth.byarguingorreasoningwithhim遗憾我们未能说服他们接收你方报盘。Weregretwehavenotbeenabletopersuadethemtoacceptyouroffer.Webelievewecanpersuadeouruserstodiverttheirpurchasetoyou.我们相信能说服客户转向你方购货。

LanguagePoints13/427.inviewofph.鉴于considering只是鉴于我们之间长久业务关系才给你方尤其折扣。Itisonlyinviewofourlong-standingbusinessrelationsthatweofferyouthisspecialdiscount.鉴于情况特殊，我们同意接收你方要求。Consideringtheunusualcircumstances，weagreetoacceptyourrequirements.

LanguagePoints14/428.declinevt.拒绝；谢绝（reject/refuse；vi.下降；遗憾得知我方报盘遭到你方买主拒绝。Weregrettolearnthatourofferhasbeendeclinedbyyourend-users.Asyourpricesaretoohightomeetcompetition,wehavetodeclineyourofferwithregret.因为你方价格太高，缺乏竞争力，我们只好拒绝你方报盘，甚歉。ThemarketpriceofcolorTVisonthedecline.彩色电视机市价正在跌落。

LanguagePoints15/429.takesth.intoconsideration

考虑到；顾及Takingintoconsiderationthetransportationconditionsatyourend,wehaveespeciallyreinforcedourpackingsoastominimizetheextentofanypossibledamagetothegoods.考虑到你方运输情况，我们已尤其加固包装，以尽可能降低损失。Thedocumentsproducedbyyoutosupporttheclaimforcompensationareinsufficient,therefore,wecannottakeyourclaimintoconsideration.你方为索赔而出具文件不够充分，所以，对你方索赔要求，我方不予考虑。

LanguagePoints16/42WehopethatyouwilltakeyourcommercialreputationintoconsiderationinallseriousnessandopentheL/Catonce,otherwise,youwillberesponsibleforallthelossesarisingtherefrom.希望你方能认真考虑你们商业信誉，马上开证，不然由此带来损失由你方负担。17/4210.atyourearliestconvenienceph.尽早；早日;马上atanearlydateatanearlymomentassoonaspossiblebyreturnbeforelongby(on/at)theearliestopportunitywithout(any)delaywiththeleastpossibledelay

LanguagePoints18/42Chineseversionoftheletter（还盘）敬启者：感激贵方1月23日来函，按惯常条款向我方报盘50吨一等咖啡，纽约CIF为每吨500美元。很抱歉我们用户认为贵方价格太高，与国际市场不符。因为相同品质货物能够以更低价格买到，我们极难说服我方用户接收你方报盘。假如你方能在这个价格上降低6%，我们就达成协议。鉴于我们长久合作关系，我们给出上面还盘。假如你方价格优惠，我方能马上订货。因为市场正在下滑，我们希望贵方仔细考虑此还盘并尽快回函通知是否同意。

谨上，

艾梵ABC有限企业销售经理19/42

Howtomakeacounteroffer

AnalyzingLetter1ParagraphOne:gratitudeParagraphTwo:reasonsParagraphThree:counter-proposalParagraphFour:hope

20/42

WritingSteps1.Thanksfortheoriginaloffer;2.Politeexpressionsofregretattheinabilitytoaccepttheofferandthereasonstosupportit;3.Suggestionsoramendmentstotheoriginaloffer;4.Hopesforacceptanceofthechangesandaquickreply.

Acounterofferincludesthefollowingparts:21/42Letter2AreplytothecounterofferDecliningthecounteroffer22/421.extentn.程度degreetotheextent抵达这么程度totheextentof抵达…程度损坏程度还未查清。Theextentofdamageisnotyetknown.Yoursuggestionisfeasibletoacertainextent.您提议在一定程度上是可行。抱歉不能把价格降到你方所提醒程度。Weregrettosaythatthereisnopossibilityofourcuttingdownthepricetotheextentyouindicated.

LanguagePoints23/422indicatev.表示；说明；indicationn.概念；迹象；示意；征兆请报实盘并说明最早交货期。Pleasemakeusafirmoffer,indicatingtheearliestdeliverydate.各种迹象表明价格将上涨。Thereiseveryindicationthatthepricewillrise.Pleaseletushaveyourindicationofpriceforthecaptionedgoods.请通知你方对标题项下货物价格意见。迹象表明羊毛价格将深入下跌。Informationindicatesafurtherdeclineinthewoolmarket.24/42Chineseversionoftheletter（回复还盘）敬启者/执事先生：我方在贵方1月25日来函中得悉贵方认为我方咖啡价格太高极难接收。要我方按照你方提醒幅度减价6%，没有可能，甚歉。因为现在货物价格在上涨，我想我们不得不对应地调整价格。而且，假如你方考虑到货物质量原因，这个价格实际上是很公道。我方很希望与贵方合作，但很遗憾暂时不能接收你方还盘。未来你方假如有可能出较高价格，请通知我方。同时请及时通知我们你方进展。我方确保贵方全部要求都会得到我方及时关注。

谨上

亚德里恩BCD有限企业25/42Letter3Declininganoffer26/421.inreplytoph.

现回复；兹复

inresponsetoinanswerto现回复你方本月26日来函，向你们报实盘以下。

Inreplytoyourletterof26thofthismonth,wearemakingyouthefollowingfirmoffer.Thisisinresponsetoyourletterof26thofthismonth.Wearemakingyouthefollowingfirmoffer.

LanguagePoints27/422.befound(tobe)onthehighside（价格）偏高alittletoohighbeonthehighsidebetoohighbealittlehighberatherstiffbeprohibitive

28/423.leveln.水平；（商业英语中引申为价格）

atone’slevel按某人价格我们不能按你方价格达成交易。Wecannotclosebusinessatyourlevel.假如你方能降价则交易成交有望。Businessispossibleifyoureduceyourlevel.Yourpriceisnotonalevelwiththecurrentmarket.你方价格与当前市场价格不符。29/424.concludev.达成；得出结论toconcludeatransaction达成交易tocometoterms达成交易tocloseabargain达成交易tocloseadeal达成交易toputthedealthrough达成交易30/42theprevailingmarket现行市场；现行行市

thepresentmarketthecurrentmarkettherulingmarketUsefulexpressionsonPrices:thepresentprice现行价格therulingprice现行价格thegoingprice现行价格theprevailingprice现行价格thecurrentprice现行价格theprevalentprice现行价格31/42Chineseversionofletter3敬启者/执事先生：我方感激贵方5月18日发来瓷茶具报盘。很遗憾我方无法接收。贵方价格很高而且与世界行情不符。有信息表明几批日本茶具正低价出售。我方看过你方样品并认可他们质量不错，但价格也不应该和其它供货商相差甚远。为了做成这笔生意，我方提议贵方降价20%。我方希望贵方接收此还盘并等候佳音。谨上

迈克BCD有限企业32/42

Ex.TranslatethesentenceintoEnglish.5月15日来信收到，得悉你方对我们化肥很感兴趣，但认为我方4月25日价格偏高，无法成交。WehavereceivedyourletterofMay15.YourletterdatedMay15hasreachedus.WeacknowledgethereceiptofyourletterdatedMay15.WeareinreceiptofyourletterofMay15.ThankyouforyourletterofMay15.WenotefromyourletterofMay15thatthepricequotedbyusonApril25tharefoundtobeonthehighsideandhardtocometoterms.33/42AdditionalEx.34/42PracticeLessonsII.TranslatethefollowingintoEnglish:你方还盘与现行市场价不符。

Yourcounterofferisnotinlinewiththeprevailingmarket.很遗憾，我们价格与你方还盘之间差距太大。Wearesorrythedifferencebetweenourpriceandyourcounterofferistoowide.很遗憾我们不能把价格降到你方所表示水平。

Weverymuchregretthatwecannotreduceourpricetothelevelyouindicated.35/42PracticeLessons因为原材料短缺，制造商不能接收任何新订单。Owingtotheshortageofrawmaterials,themanufacturercan’tacceptanyneworders.因为大量承约，我们不能接收新订单，不过一旦新货源到来，我们将随即去电与你方联络不误。Owingtoheavycommitments,weregretthatwecannotentertainanyfreshordersforthetimebeing,butwewillcontactyoubycableassoonasthenewsuppliescome.36/42PracticeLessons当前我们暂不能给你们报盘，但将记住你方询价。

报给你方价格是很实际。很抱歉不能接收你方还盘。

Wecannotofferyouatpresent,butwewillkeepyourenquirybeforeus.Thepricewequotedisquiterealistic.Andweregretthatyourcounterofferisunacceptabletous.37/42PracticeLessons你方必须降价百分之二左右，不然没有成交可能。请随时通知你处市场供货情况。Youmustreduceyourpriceby2%otherwisebusinessisimpossible.Pleasekeepusinformedofthesupplypositioninyourplace.Thepricewequotedisquitereasonable,whichhasbeenacceptedbytheotherbuyersatyourend.我们报价相当合理，（这）已为你地其它客户所接收。

38/42We

fromyourletterofMay15thatyouar